Customer Reviews

42 Rules of Cold Calling Executives: A Practical Guide for Telesales, Telemarketing, Direct Marketing and Lead Generation

5 star:		(5)
4 star:		(1)
3 star:		(1)
2 star:		(1)
1 star:		(1)

 

 

I expected more, but it was worth the money...just a lot of the same stuff. I picked up a couple of nice things, but certainly not 42 "GOOD Rules"...more like 5 Good, 5 OK...the balance will not be useful. If it gets you one good appt...its worth the money and more importantly, your time to read. I suggest you: scan the back & front, read the contents...pick 3 to 5 points you really like and forget the rest.

Mari Anne's book serves as a useful and clearly written guide for both sales teams and management. The process of calling executives, understanding their pain points, what their needs are, and capturing their attention to share your services and stories is a delicate one. Mari Anne shares insight and guidelines that only an experienced and confident professional can do well. What are IT executives concerned with everyday? What are the needs of enterprise technology companies? As a sales professional, how do you build your pipeline with new opportunities?

Understanding these questions, the full buy cycle process, and most importantly - how human psychology plays a role in business and sales is vital. "42 Rules of Cold Calling Executives" should be a reference book on every sales/lead gen. professional's desk.

This book gives practical methods for sales people, managers and executives dealing with the challenges of cold calling executives. This is especially helpful for people involved in enterprise sales.

Mari Anne's methods are tested in the real world. She has been there herself and helped so many sales teams. Her experience in doing it herself and training and mentoring others makes her recommendations very usable. It goes beyond the typical platitudes and worn methods and addresses how to deal with the issues that everyone faces in cold calling.

Especially in today's environment, in which generating leads and being credible with decision makers is so critical to success, this is a great resource to accelerate your sales efforts.

The 42 Rules of Cold Calling Executives is one of the most practical books I have read on the subject. As a global sales enablement program manager, I am responsible for designing and developing the sales enablement strategy and content for the software sales organization in one of the largest technology companies in the world, and I recommend this book as the cornerstone of onboarding programs for all sales organizations needing to improve their effectiveness with calling at executive levels in their target accounts. The rules are written in concise and easy-to-understand language with many practical examples for implementing the methods and techniques immediately. One of the struggles of any sales organization is penetrating large accounts, and this is the solution that addresses that challenge by increasing the skills and effectiveness of your sales reps so that their cold calling efforts are consistently, more profitable.

Mari Anne is a dynamic speaker and author, and offers some realistic, sane solutions to help make the cold calling process less painful. She's not afraid to remind the reader that in telesales, hard work and persistence are key, and that those who put in the time and effort, and do it smartly, stand out above the rest. Her chapter on troubleshooting your own calling is extremely helpful, because it emphasizes the point that telesales reps are constantly tweaking their approach. Because I work for a sales intelligence company, I was pleased to see that she devotes time to the power of good resources, particularly social selling resources.

As a Marketing/Sales professional I am always looking for good information on how to better help those I work with.

If you work with today's C-Level VITO (CEO,CFO, CIO, COO, ect - "Very Important Top Officer") this is the book that gives us a track to run on as to what are the best ways for today - Highly Recommended!!!

Mari Anne's 42 Rules have definitely helped me with marketing campaigns and training salespeople. As a brand and marketing consultant for businesses that need to add cold-calling/inside sales to their customer acquisition plans - or to augment a multi-touch lead generation marketing program - her advice is solid and you can just tell she has been in the trenches and knows her stuff. Her tips show you how to implement a modern approach to cold calling and "solution selling" to high-level execs - whether it be ferreting out their pain points, overcoming objections, or proving that their time will be well spent with you on the phone. Gone are the days when you could simply get in the door with "features" and "benefits". C-level and Senior executives are busy and expect salespeople to be consultants, business partners and problem solvers - and to understand their business needs and focus their selling efforts on solving those problems. If you just follow even 10 of her tips, you'll be way ahead of your competition. Thank you, Mari Anne, for this inavaluable advice that has helped my past employers and current clients increase revenue, acquire leads much faster, and warm up existing leads properly in order for a Senior Account Exec to come in and close the sale.

Maybe I just did not get it - this seem a bit odd and obvious. I did not find a lot of new things, but the book sure can be useful overall. I wish it would have more examples.

Horrible. I always wondered why people spend their time writing reviews for free - now I know. I would feel horrible if I did not warn you.

This book is like a pamphlet or blog post listing the most common sense, non-specific pieces of advice on selling that exist. There are so many good sales books out there you should try instead. Try anything from Brian Tracy or Zig Ziglar. If you want a book specifically on cold calling try "Smart Calling". I've read about 100 business/sales books in my life and this was the worst.